There are categorically four basic communication styles per (Ingram, LaForge, Avila, Schwepker, & Williams, 2017, pp. 71-72) based on how assertive and responsive people are. They are as follows: Amiables care about others, are sociable, want to be liked and like attention. They are not assertive, but submissive as they do not like conflict. Amiables are cautious and conscious about what they do and the decisions they make. Expressives are extroverts, openly opinionated, appreciate close friendships, like competition, do not like being provoked – they will lash back, are open minded, intuitive, creative, and spontaneous. They are not concerned about time or details; they look at the overall view. They are just the opposite of amiables, doing
…show more content…
They are the bossy type. They think they know it all, do not need any advice, and are not concerned about statistics. Drivers are great risk takers. Drivers are organized, place an emphasis on timeliness, and are quite impatient. Their main objective is to win and get the job done. Analyticals are deeply concerned with carefully exploring and examining all of the information available and all of the details before making any decisions. They like structure, are self-disciplined, perfectionists, rational and commonsensical. They like taking their time solving problems. Analyticals do not like to be confronted, provoked, or hard-pressed. They do not like the thought of having to handle conflict. They would rather isolate themselves. Analyticals have a need to never be in the wrong, rather always doing right and being …show more content…
The salesperson is described as amiable. The case states that the salesperson, Dawn, does not intend to be able to “make a sale on this call” (Ingram et al., 2017, pp.80-81) when she meets with the prospect, Stewart. Dawn has gathered her information about Stewart from a friend who is Stewart’s neighbor and the one that referred Dawn to Stewart. Dawn should be more self-confident and flex her style to Stewart’s. She could do so by not wasting his time with relationship building small talk, but instead, provide him with the most beneficial information that will bring value to his company in a professional, precise, and timely manner, as her friend seems to think Dawn’s company’s software could be an asset to Stewart’s
They are the bossy type. They think they know it all, do not need any advice, and are not concerned about statistics. Drivers are great risk takers. Drivers are organized, place an emphasis on timeliness, and are quite impatient. Their main objective is to win and get the job done. Analyticals are deeply concerned with carefully exploring and examining all of the information available and all of the details before making any decisions. They like structure, are self-disciplined, perfectionists, rational and commonsensical. They like taking their time solving problems. Analyticals do not like to be confronted, provoked, or hard-pressed. They do not like the thought of having to handle conflict. They would rather isolate themselves. Analyticals have a need to never be in the wrong, rather always doing right and being …show more content…
The salesperson is described as amiable. The case states that the salesperson, Dawn, does not intend to be able to “make a sale on this call” (Ingram et al., 2017, pp.80-81) when she meets with the prospect, Stewart. Dawn has gathered her information about Stewart from a friend who is Stewart’s neighbor and the one that referred Dawn to Stewart. Dawn should be more self-confident and flex her style to Stewart’s. She could do so by not wasting his time with relationship building small talk, but instead, provide him with the most beneficial information that will bring value to his company in a professional, precise, and timely manner, as her friend seems to think Dawn’s company’s software could be an asset to Stewart’s